Coaching Discovery Call Script: 6 Steps and the Questions to Ask

Before the call: read what they already told you

Many coaches send a short intake form with the booking that asks what the person is struggling with and what they want. It gives you context before you start. It also filters people: someone who won't spend three minutes on a form is unlikely to commit to a program.

If the call was booked from a DM, the conversation is your intake form. Read it again before you dial. Note their goal in their own words, anything they said about timing or money, and the message that got them to book. Opening with "you mentioned evenings are chaos with the kids" shows them you were listening before the call started.

If most of your calls come from DMs and you can't keep up with the messages, DMclose can build an AI appointment setter that replies, qualifies leads and books discovery calls into your calendar, so your time goes into the calls themselves.

Step 1: Open the call and agree what it is for

The first two or three minutes decide who leads the call. Skip the setup and the person often fills the time with a long story, or jumps straight to "so how much is it?", and you never reach the questions that matter. People looking for a coach want to see that you can lead, so start leading in the first minute.

A good opening covers four things:

• Time. Confirm how long you have and ask whether they need to leave early. If they only have 15 minutes, you want to know now instead of rushing the end.
• The plan. You will ask about where they are and where they want to be, and if it looks like a fit, you will explain how your coaching works.
• An agreement that either answer is fine. Say that by the end you will both know whether working together makes sense, and that "no" is a perfectly good outcome. You will come back to this at the end of the call.
• Their input. Ask whether there is anything they want to make sure you cover.
• Example opening (illustrative): "Hi Sarah, good to finally talk. I've got us down for 30 minutes, does that still work for you? Great. So the plan is, I'll ask you some questions about where things are right now and where you want to get to. If it looks like I can help, I'll explain how my coaching works, and if it doesn't, I'll tell you that too. Either way is completely fine. Is there anything you want to make sure we cover today?"

Step 2: Ask about where they are now

This is the longest part of the call, so plan to spend about half your time here. Many coaches use the 70/30 rule as a guide: the other person talks for about 70% of the call and you talk for about 30%. Silence can feel awkward, but the pause after a question is often when people say the thing that matters. Your most useful follow-up is "tell me more about that".

Listen closely to the answer about what they have tried. It shows how serious they are. Someone who has wanted this for years but never tried anything, not even a book or a free workshop, may not be ready to invest now. Their answer also tells you how your coaching differs from what already failed them, and you will need that in step 5.

Questions for this part:

• What made you book this call now?
• Tell me about what's going on right now.
• How long has this been going on, and how is it affecting your day to day?
• What have you already tried, and how did it go?
• What do you think is getting in the way?

Step 3: Ask where they want to be, and what happens if nothing changes

Once you understand the problem, move to the goal. Push gently for outcomes they can picture. "I want to feel better" is hard to coach, and hard for them to commit to.

The last two questions below tend to do the most work. When they describe what staying stuck would cost them, they say it out loud in their own words, so you never have to push it. The catch-all question at the end often brings out the real reason they booked.

• What would success look like six months from now?
• If you got there, what would that change for you?
• Why is this a priority now instead of next year?
• What happens if nothing changes in the next six months?
• Is there anything else I should know?

Step 4: Decide whether they are a fit

Before you mention your program, check fit. Ask whether they have worked with a coach before, why they want a coach's help with this, and what would make coaching feel like a good investment to them. Then be honest with yourself about whether you can help.

Sometimes the right answer is someone else. A life coach who hears signs of depression or trauma should suggest a mental health professional. A fitness coach who hears about an injury or a medical condition should suggest the person sees a doctor or physio first. You only want clients you can get results for, because those are the clients who send you more.

Coaches disagree about how much to help on the call itself. Some see naming the problem as something the person keeps even if they say no. Others warn that the call slides into a free session that leaves nothing to buy. We recommend naming the problem clearly and stopping there. When they ask "so what should I do?", tell them that is exactly what you would work on together.

Step 5: Reflect it back and explain how you work

Ask permission before you start talking about your program. Up to now they have done most of the talking, and asking makes the switch feel natural.

Then recap what they told you, in their words, and connect it to your coaching. Keep the description short: the three or so main parts of your program, each tied to something they said. Save the module list and call schedule for when they ask.

• Example transition and recap (illustrative): "Thanks for sharing all of that. I think I can help. Would it be useful if I explained how my coaching works? ... Okay. So from what you've told me, you're working long weeks, you've tried two gyms and a meal plan app, and every time work gets busy, training is the first thing to go. You want more energy and to feel strong again by summer, and you said if nothing changes you'll be in the same place next year. That's what my 12-week program is built around. The first part is a plan that fits the week you actually have..."

Step 6: Invite them in, then follow up

Point back to the agreement you made at the start and ask a clear question. Example (illustrative): "Based on everything we've talked about, does this feel like the right next step for you?" If they say yes, ask them why. It sounds odd, but their answer is them explaining in their own words why they want to work with you.

Coaches handle price in two ways. Some wait until the person asks, because by then they understand what they would be paying for. Others share a rough range before the call so nobody books just to find out the cost. If a lot of your calls end at the price, try the second approach. Either way, when you give the price, say the number and stop talking. Explaining it or offering a discount straight away tells them you aren't sure it is worth it. If someone refuses the plan from step 1 and only wants a number, say you can't recommend anything until you understand their situation, and offer to rebook for when they have time to talk.

Within 24 hours, send a short email or message with a recap of what they told you, one line linking their goal to your program, a link to book or pay, and an invitation to reply with questions. Some people decide after the call, once they have had time to read it back.

Most objections are questions people didn't feel comfortable asking. Stay calm and ask one more question:

• "I need to think about it." Try: "Of course. What specifically do you want to think over?" Often it is one detail, like the schedule or how payment works.
• "I can't afford it." Find out whether it is the budget or the value: "Is the money really not there right now, or are you not sure yet that it would be worth it?" A payment plan can solve a real budget problem. A value doubt needs more conversation about their goal.
• "Now isn't the right time." Don't argue. Ask when would be better, and agree on a specific date to check back in.

FAQ

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